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What
Every Manager Ought To Know - About How To Increase Personal
Trainer Sales
Mar 13, 2006
Author: Tom Perkins - Business Solutions Coach and Certified
Personal Trainer
Without
a team of individuals who can effectively chase leads, nurture
customer relationships, and close a sale, most fitness
businesses would fail to survive for the long term.
Therefore, there is no question that developing a high
performance sales oriented personal training team that will
support your growth should be at the top of your list.
As a manager or club owner, there are several steps you
can take to develop such a team.
The
first, and the most important step, is to hire the right
people for the job.
This sounds like common sense, but you would be surprised at
how many times someone has “settled” on a candidate
because they needed someone to start right away, or believed
that they could “mold” that individual into what they
needed.
This is definitely the wrong path to follow.
Before
you even start the interview process, be specific on what type
of characteristics and skills the ideal candidate should have.
Then, make a similar list of characteristics and skills
you prefer they possessed.
Once you have established this guideline, incorporate
it into your advertisements, and follow it throughout the
interviewing process.
Don’t waste time and money on trying to train someone
to do a job they aren’t suited to perform.
It’s not fair to either of you.
After
a suitable candidate has been hired, they will need the right
tools to perform their job.
This includes providing the necessary training and
tools that will allow them to succeed.
Training should extend beyond the basic orientation
period.
It should be an ongoing process with opportunities to
improve their skills through seminars and workshops.
Remember that as they improve and grow, so will your
sales.
Next,
provide your staff with clear expectations and goals.
This holds true of any employee you may have.
No one can be expected to thrive and succeed if they
lack a clear understanding of what is expected.
Write it down, discuss it frequently, and make sure
there is little room for misinterpretation or
misunderstanding.
Communication
is another essential component to success.
One-on-one and group meetings to discuss expectations
track sales performance, and/or any issues or concerns that
anyone may have are a must.
Allow everyone an opportunity to not only voice their
concerns, but to share their ideas and experiences.
This empowers your employees and sends them the message
that you care about what they have to contribute.
Finally,
invest time in building a solid team.
While everyone has individual goals they must meet,
they also need to realize that they are part of a team that
depends on each other to achieve success.
Your company may include departments devoted to sales,
personal training, and administration.
Or, it could be made up of a select few who perform
multiple responsibilities.
Either way, the size of your organization doesn’t
matter.
What does matter is that everyone involved understand
that they are part of this larger team.
As the team leader, it is up to you to lead by example.
They will be watching you for direction.
By
incorporating these guidelines, you can increase your chances
for success in developing a cohesive, high-performance team
devoted to increasing sales and improving the overall
financial health of your organization.
Tom
Perkins is a business solutions coach and certified personal
trainer who leads fitness professionals to profitability.
Send
an email to thecoach1-140208@autocontactor.com
to receive the Essential Fitness Business Success Checklist.
Or visit his website at http://www.fitnessindustrysolutions.com
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